CE171 #WPC16 Learn About The Microsoft Dynamics Licensing Supporting The Next Wave Of Products And Services Paul White - GM Product Marketing Catherine Smith - Senior Business Planner

Agenda Dynamics 365 Positioning Dynamics Packaging 6/19/2018 7:06 PM © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Microsoft Dynamics 365 End-to-end intelligent business applications in the cloud Start with what you need Productivity where you need it Intelligence built-in Ready for growth  Start with the right fit for your business & grow at your own pace in the cloud Empower employees with productivity tools surfaced in context of processes Guide employees to optimal outcomes with intelligence embedded in processes Stay nimble & adapt in real-time with flexible, extensible applications & platform

Microsoft Dynamics 365 - Licensing 6/19/2018 7:06 PM Microsoft Dynamics 365 - Licensing Choice Business edition Enterprise edition Flexible Designed to support real world roles Customers can license by application or enable users to consume whatever functionality they need – from across our business applications portfolio Inclusive Team Members Employees licensed by Application Employees licensed by Plan Designed to support every employee General Highly Specialized Simple Easy to understand Designed to reduce time spent on licensing discussions Make transparency a competitive differentiator © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Microsoft Dynamics 365 Packaging 6/19/2018 7:06 PM Microsoft Dynamics 365 Packaging © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Two Dynamics 365 Editions Business Enterprise Optimized for 10-250 Employees Comprises Project ‘Madeira’ & Future Sales & Marketing Solutions Cloud Only Max 300 seats Optimized for 250+ Employees Comprises AX & CRM Dual Use Min 20 seats on select offers

Current Skus Mapped To Dynamics 365 CURRENT CRM COMPONENTS CURRENT ‘AX7’ MARKETING FIELD SERVICE SALES CUSTOMER SERVICE PROJECT SERVICE AUTOMATION OPERATIONS

Microsoft Dynamics 365 Team Members Apps Plans 6/19/2018 7:06 PM Microsoft Dynamics 365 Liberating customers from traditional Business Apps Licensing Team Members Light Use, Knowledge Sharing & Embedded Business Intelligence “light users” Apps Plans Operations Sales Field Service Customer Service Full Extensibility, Workflow, & Embedded Business Intelligence App Specific Extensibility, Workflow, & Embedded Business Intelligence “full users” © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Dynamics 365 Packaging DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) POWERAPPS FLOW SALES FIELD SERVICE CUSTOMER SERVICE PROJECT SERVICE AUTOMATION MARKETING OPERATIONS DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION

Team Members Extends Access To Light Users DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) $ DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) READ DATA FROM ALL DYNAMICS 365 APPLICATIONS POWERAPPS FLOW SALES FIELD SERVICE CUSTOMER SERVICE PROJECT SERVICE AUTOMATION MARKETING OPERATIONS $ DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION SIMPLE & INCLUSIVE: One SKU covers ALL light use, and knowledge sharing use rights SHARE INSIGHTS: Common collaboration tools, business intelligence, and limited PowerApps and Flow LOWER TCO: Lower per seat price at higher user counts INCLUDED IN ALL APPLICATIONS & PLANS

Knowledge Management Team Members, Enterprise edition gives a user the right to author, review, update, publish No Additional Licenses Required

Apps & Plans For Full Users DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) $ PLAN 1 + OPERATIONS CURRENT CRM + NEW APPS POWERAPPS FLOW MARKETING FIELD SERVICE SALES CUSTOMER SERVICE PROJECT SERVICE AUTOMATION OPERATIONS NEW APPS CURRENT CRM COMPONENTS CURRENT ‘AX7’ $ DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION UNCONSTRAIN EMPLOYEES: Employees have access to any functionality to get the job done UNLIMITED EXTENSIBILITY: Full use of PowerApps and Microsoft Flow to extend across applications FUTURE PROOF: Adjust what an employee uses or assign to other employees over time LOWER TCO ON PLAN 1: Lower per seat price at higher user counts INCREASE INSIGHTS: Embedded business intelligence with PowerBI EXTENSIBILITY: Microsoft PowerApps and Flow for in-application data only NO DOUBLE LICENSING: Included Team Members use rights give read rights to all other apps

Why Plans Over Apps? $ $ 3 reasons to choose plans over apps DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) $ POWERAPPS FLOW SALES FIELD SERVICE CUSTOMER SERVICE PROJECT SERVICE AUTOMATION MARKETING OPERATIONS ----new apps---- --------------formerly included in CRM------------ ----formerly AX ---- $ DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION App PLAN 3 reasons to choose plans over apps 1. Require flexibility to work in more than one app 2. Leverage full extensibility of PowerApps and Flow 3. Economically more favorable due to tiered pricing

Business Edition For SMBs DYNAMICS 365, BUSINESS EDITION (FUTURE PLAN) POWERAPPS FLOW FINANCIALS SALES MARKETING DYNAMICS 365 FOR TEAM MEMBERS, BUSINESS EDITION Fall 2016 Future Dynamics 365 for Financials (‘Madeira’) Dynamics 365 for Team Members, Business edition Dynamics 365 for Sales Dynamics 365 for Marketing Dynamics 365, Business edition plan

Discounted Pricing To Customers Who Purchase More Seats Of Select Offers Available on Plan 1, Team Members, Enterprise edition, and (Future) Business Plan Tier qualification for new seat purchased based on total number of qualifying seats at end of the purchase Previously purchased seats remain at their price point until renewal In addition to programmatic discounts $ 5 seats All 15 @ Renewal 10 Seats $ 10 seats 20 seats 30 seats

Mix And Match Plans And Apps Each user may be licensed only for the functionality they need, across Plans, Apps, and Team Members PLAN 2* PLAN 1* SALES* OPERATIONS* TEAM MEMBERS CONTOSO EMPLOYEE BASE *Includes Team Members functionality

CUSTOMER ENGAGEMENT APPS & TEAM MEMBERS FINANCIALS & TEAM MEMBERS Microsoft Office365 6/19/2018 Channels For Dynamics 365 ---------------------------------------- Enterprise edition--------------------------------------- Business edition OPERATIONS CUSTOMER ENGAGEMENT APPS & TEAM MEMBERS PLAN 1 PLAN 2 FINANCIALS & TEAM MEMBERS EA ● MPSA Open Cloud Solution Provider Web Direct (MOSP) © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Expand Your Business Opportunity Microsoft AppSource Office 365 Power BI Cortana Intelligence Azure IoT Dynamics 365 Third Party Business Applications Sales Customer Service Field Service Project Service Automation Marketing Operations Application Platform (PowerApps, Power BI Embedded, Flow) & Common Data Model Azure

Pricing & Licensing Resources Microsoft.com PartnerSource Microsoft.com Resources will be available at Launch Quick Reference Guide Licensing Guide Support Plans Availability & Localizations Pricing & Licensing Page Resources After WPC WPC Monetization Deck Datasheet FAQ Resources Coming Soon Licensing Guide Existing Customer Guide Additional Decks Quick Reference Guide Online Training

Calls-to-action for Microsoft partners More Licensing at WPC Tuesday 2:30–3:30 CE172w: Deep Dive on the Next Wave of Dynamics Licensing Tuesday 4:00–6:00 Ask the Experts: Expo Floor in the Dynamics Space Additional WPC sessions Tuesday 2:30–3:30 CE141: Creating the Microsoft Dynamics Partner of the Future Tuesday 4:00–5:00 CE152: Expand Your Cloud Offering Using Project Madeira Review materials View currently available resources on PartnerSource and continue to watch for updates and additional materials Additional training Stay tuned for more training opportunities in August and September: Ask the Expert Sessions, Blitz Session, and a recorded Pricing & Licensing Training

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